Commercial Manager (B2B) - KSA, Qatar, Kuwait, Bahrain

Job description

Job Purpose: Managing existing partners and products, and selection of new partners in allocated countries to increase market penetration in those regions, and hence achieve sales targets, in line with organization-wide goals for the region. Key Accountabilities: Collaborate with existing partners and acquire new partners for end-to-end sales cycles to achieve revenue target for allocated regions • Ensure to achieve top line & bottom-line revenues for the assigned territories. • Perform inventory analysis on monthly basis and placing new orders as per forecast analysis. • Explore new opportunities with Ministry of Health for the regions, to receive special approvals. • Ensure Tender Business- Collaborate with CFTs for participation & manage current tender supplies. • Ensure delivery of the order on time, by coordinating with the SCM & Business Planning team. • Conduct follow-ups with partners for on-time receipt of payments • Visit the market to understand the market needs and fulfil all requirements. Drive the P&L for the cluster by managing revenue targets, to achieve/ outperform expected top line and bottom line in line with company objectives for the year • Design the annual business plan for the cluster based on the 5-year company strategy received from the board • Drive the team towards achieving the targets by providing support for key customers, and tracking progress in weekly basis • Liaise with and influence key regulatory agencies connected to MOH for faster registration and minimum rejections of Cipla products • Manage key account relationships with channel partners to ensure adherence to forecasted orders for steady revenues • Coordinate with planning lead/ support to ensure availability of products as per forecasted sales, and track placed orders for their delivery schedule, to minimize delay penalties • Create a stock liquidation plan for the cluster, and proactively place orders for customers, to maintain inventory levels • Follow up with customers to recover outstanding payments Identify and recommend new products in existing portfolio to achieve expansion and growth for the assigned countries • New Portfolio Evaluation- Identify and recommend new products opportunities within allocated countries. • Prepare end-to-end business cases of new products, obtain prior approvals from CFTs. • Coordinate with the internal Regulatory team, to process dossiers for new products. • Coordinate with the marketing team of HQ & partner to provide all support required for launch of new products. Execute and monitor sales orders for smooth flow of operations • Resolve major bottlenecks/ issues hampering the execution of orders by conducting regular meetings with Regulatory, order processing and other teams as per the issue • Validate all documentation related to an order, and then release the order for fulfilment • Gather relevant data to manage a 12-month rolling supply forecast, to ensure smooth supply and inventory control. Ensure Legal & compliance in place • Coordinate with the internal Legal team for all the agreements related matters- S&D, CDAs, LOA etc. • Reviewing of Legal documents in line with regional legal requirements 1. Skills & Knowledge Educational qualifications: MBA from Leading Business School, preferably in International Business Relevant experience: • 4-7 years of experience in business development within a pharma company, handling complex business regions, with 1-2 years of on-field exposure • Well acquainted with Commercial Unit’s backend processes and systems • Must have strong communication and negotiation skills • Must has at least 2 years’ experience in KSA market